Study: FSBOs Don’t Save Real Estate Commission
研究報告:屋主自售並不會省下房仲佣金

One of the main reasons why For Sale By Owners (FSBOs) don’t use a real estate agent is because they believe they will save the commission an agent charges for getting their house on the market and selling it. A new study by Collateral Analytics, however, reveals that FSBOs don’t actually save anything, and in some cases may be costing themselves more, by not listing with an agent.
“屋主自售”(FSBOs)不雇用專業房地產經紀人的主要原因是因為他們想要省下付給房仲的佣金,然而,Collateral Analytics的一項最新研究表明,屋主自售實際上不但沒有省下任何費用,在某些情況下,不雇用專業房仲反而讓他們花更多的錢。
In the study, they analyzed home sales in a variety of markets in 2016 and the first half of 2017. The data showed that:
在研究中,他們分析了2016年和2017年上半年各個市場的房屋銷售情況。數據顯示:
“FSBOs tend to sell for lower prices than comparable home sales, and in many cases below the average differential represented by the prevailing commission rate.”
屋主自售屋通常比同類型房屋以較低的價格出售,在許多情況下,就算售價加上應付給房仲的佣金,價錢還是較低。”
Why would FSBOs net less money than if they used an agent? 為什麼不僱用房仲無法賺取更高售價?
The study makes several suggestions:
這項研究提出了幾點建議:
- “There could be systematic bias on the buyer side as well. FSBO sales might attract more strategic buyers than MLS sales, particularly buyers who rationalize lower-priced bids on with the logic that the seller is “saving” a traditional commission. Such buyers might specifically search for and target sellers who are not getting representational assistance from agents.” In other words, ‘bargain lookers’ might shop FSBOs more often.
“買方也可能有對屋主自售屋的偏見,屋主自售屋的銷售族群可能比一般MLS的買家更會精打細算,特別是買家認為賣家已經節省了傳統佣金,並用此邏輯來對低廉開價合理化,這樣的買家可能會專門尋找沒有房仲協助的賣家。” 換句話說,“討價還價精打細算型的買家”更可能購買屋主自售屋。 - “Experienced agents are experts at ‘staging’ homes for sale” which could bring more money for the home.
“經驗豐富的房仲也是懂得“佈置房屋”出售的專家”,可將房屋售價提高。 - “Properties listed with a broker that is a member of the local MLS will be listed online with all other participating broker websites, marketing the home to a much larger buyer population. And those MLS properties generally offer compensation to agents who represent buyers, incentivizing them to show and sell the property and again potentially enlarging the buyer pool.” If more buyers see a home, the greater the chances are that there could be a bidding war for the property.
“專業房仲代理出售的房屋會刊登在MLS以及與MLS合作的各大網站,可將房屋銷售宣傳給更廣大的族群。同時如房屋成功出售,買方的房仲也可獲得佣金,促使房仲們更加積極的帶他們的買家來參觀房屋。” 越多買家參觀房屋,房屋就有越高的可能收到買家出價,提高售價。
Three conclusions from the study 研究的三個結論:
- FSBOs achieve prices significantly lower than those from similar properties sold by Realtors using the MLS.
屋主自售屋的售價遠低於由房地產經紀人使用MLS出售的類似房屋價格。 - The differential in selling prices for FSBOs when compared to MLS sales of similar properties is about 5.5%.
與同類型房屋的MLS售價相比,屋主自售屋的售價差異約為5.5%。 - The sales in 2017 suggest the average price was near 6% lower for FSBO sales of similar properties.
2017年的銷售額表明,屋主自售屋比類似房屋的售價低6%。
Bottom Line 結論
If you are thinking of selling, FSBOing may end up costing you money instead of saving you money.
如果您正在考慮出售房屋,自己出售房屋可能最後會讓您花錢,而不是省錢。
